Global Account Manager

Requisition Number: 71330

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Corning is one of the world’s leading innovators in glass, ceramic, and materials science. From the depths of the ocean to the farthest reaches of space, our technologies push the boundaries of what’s possible.  ​  

How do we do this? With our people. They break through limitations and expectations – not once in a career, but every day. They help move our company, and the world, forward. ​  

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Our Optical Communications segment has recently evolved from being a manufacturer of optical fiber and cable, hardware and equipment to being a comprehensive provider of industry-leading optical solutions across the broader communications industry.This segment is classified into two main product groupings – carrier network and enterprise network. The carrier network product group consists primarily of products and solutions for optical-based communications infrastructure for services such as video, data and voice communications. The enterprise network product group consists primarily of optical-based communication networks sold to businesses, governments and individuals for their own use.

Purpose of Position 

Maximize the sales of all Corning Optical Communication’s products to key global accounts identified as strategic. Execute a joint sales and access (marketing /technology) plan for assigned accounts that can be implemented across geographic regions including NA, EMEA, APAC and CALA 

Key Responsibilities

• Meet the sales budget for all telecommunications products associated with assigned accounts

• Work within the sales and expense budget set for each global account

• Identify, analyze, and execute strategic opportunities through a coordinated Sales/Marketing/Technology effort within Corning DCBU

• Demonstrate familiarity with Global Hyperscale DC, IT Service Provider, and Co-Location DC business models

• Act as the "owner" of implementing the commercial strategy for key accounts and developing strong relationships with key decision-makers within each

• Develop a Mid-level Management contact plan to leverage relationships, support current and future data center site requirements, and inform leadership of critical information • Manage the buying process at each strategic account to drive a preference for Corning’s solutions

• Apply strategic thinking to develop account plans and ultimately grow the business

• Ensure alignment with key channel partners also engaged in pursuing the accounts o Collaborate with indirect teams to achieve specific account goals

• Provide Weekly Call Reports and Monthly Reports as requested highlighting progress, input weekly forecast data

• Ensure full utilization of the SalesForce.com tool for opportunity tracking

• Develop and maintain a thorough understanding of the Enterprise Networks global business to recognize opportunities and provide accurate forecasts

• Be perceived by our strategic customers as both a problem solver and a professional partner

• Serve as a consultant to our strategic customer, distribution partners, and any other stakeholders as necessary

• Develop a working knowledge of the challenges facing our strategic global accounts and how Corning can assist in addressing those challenges

• Provide regular feedback to the Corning Marketing group regarding pricing, market/technology trends, product, and market opportunities

• Contribute to the refinement of component and solutions value propositions

• As field representatives of Corning DCBU, convey the highest level of professionalism in behavior and appearance and help fulfill all customer expectations of Corning as a World Class supplier

Required Qualifications 

• Minimum five (5) years Telecom experience required

• Position requires up to 50% travel

• Must be able to work effectively in an unstructured environment with minimum supervision from a home-based office

• BA or BS from an accredited 4-year institution or equivalent

• MBA or equivalent degree is strongly preferred

• Familiarity of Global Mega DC IT business model

• Experience with developing new business with large and complex global customers

• Ability to motivate teams and drive indirect reports

• Excellent communication skills, habits and follow-up

• Strong oral and written presentation skills

• Strong knowledge of Commercial customers and practices 

• Knowledge of Fiber-optic infrastructure products

• Special emphasis on Teams, SalesForce.Com, Excel, PowerPoint and Word

This position does not support immigration sponsorship.  

The range for this position is $113,393.00 - $155,916.00 assuming full time status. Starting pay for the successful applicant is dependent on a variety of job-related factors, including but not limited to geographic location, market demands, experience, training, and education. 

A job that shapes a life.  

Corning offers you the total package.  

We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, veteran status or any other legally protected status.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. To request an accommodation, please contact us at accommodations@corning.com.